SafeNet is formalizing its channel efforts by creating a channel partner program and hiring a vice president of worldwide channels to lead the way.
The SafeNet Channel Partner Program provides partners with access to SafeNet’s entire data protection solution portfolio, including encryption solutions, authentication and key management to secure data wherever it is throughout its entire lifecycle. Using SafeNet technology, users can protect their data and manage policies for databases, applications, file servers, laptops, workstations and removable media to protect identities, transactions, data and communications.
The program is recognition of the importance of the resale channel in SafeNet’s go-to-market strategy, and includes sales incentives, full training on SafeNet products and direct access to the SafeNet product development team for Gold- and Platinum-level partners, allowing them to tailor offerings for their customers.
The program also includes dedicated channel directors in all geographies, who will work with partners to help drive sales and discover new markets and opportunities. Sean Price has been tapped the lead the effort as vice president of worldwide channels, and Peter Schill and Eddy Wang will lead the channel programs in EMEA and APAC respectively.
“The vision behind SafeNet’s global channel program is to offer opportunities for predictable, profitable growth for our partners and enable them to deliver solutions and services that protect customers’ most critical information throughout its lifecycle," Price said. “We want our partners to be able to solve more problems for their customers and we want make it simpler and profitable for them to do it with SafeNet."
In addition to the traditional resale model, SafeNet has a program designed for partners in systems integration/consulting, auditing, outsourcing, and managed services businesses. The company also is beta testing a cloud services program, which enables cloud service providers to create and manage service catalogs, feature bundles and licensing models on the fly, as well as manage their customers’ licensing via a single management platform. The service also provides end users with access to product offerings via a self-service portal.
SafeNet has made moves in the cloud space recently, as security in the cloud continues to be a hot-button issue with partners. Earlier this month, the company announced a partnership with NetApp to create new secure data storage solutions in the cloud, and in March at Cebit it announced new technologies – a cryptographic key storage and intelligent authentication tokens – designed to help lock down data in cloud environments.